Category Archives: sales enablement strategy

December 11th, 2013

Mind the Gap! Five Gaps That Impact Sales Effectiveness and How to Fix Them


There’s not just one big gap that impacts your sales effectiveness. In fact, there are several gaps (or chasms, depending on the severity) that get in the way of achieving peak sales performance. Failing to close these gaps prevents salesforces from achieving their optimal success. The most forward-thinking organizations address this situation by establishing a sales enablement strategy — a dynamic and long‐term initiative that provides the thinking and the tools to engage sales reps, sway buyers, and inform marketers. It’s all about smarter selling that transforms sales execution into a repeatable, results‐oriented process that ultimately creates optimal alignment between your salesforce and your customers’ buying processes.

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